The 2026 Sales Reality Check

Dearest Reader, Every December, the usual suspects drop their “State of Sales” reports. They’re smart. They’re glossy. They’re also written for companies with layered sales teams, RevOps departments, and budgets that have never met a line item they didn’t like. Meanwhile, if you’re a founder, consultant, coach, or small firm actually selling your own work, your questions sound more like: Why do buyers feel slower and more cautious right now? Why are pricing/scope conversations tighter, even...